Senior Manager, Commercial Account Management

🕒 3 days ago

🇺🇸 United States – Remote

💵 $212.5k - $325.8k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

👻 Ghost score 1%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Drata

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2020

🔒 Cybersecurity

📋 Compliance

☁️ SaaS

💰 $100M Series B on 2021-11

Cybersecurity • Compliance • SaaS

Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company’s security controls, streamlining workflows to ensure audit-readiness. The platform provides solutions for startups, growth, and enterprise companies to scale and enhance their compliance programs. It covers a variety of frameworks including SOC 2, ISO 27001, HIPAA, GDPR, and FedRAMP. Drata offers integrations with various systems and promotes automation and customization in managing compliance processes, helping companies maintain compliance effortlessly through adaptive automation and deep integrations with existing IT ecosystems.

📋 Description

• Lead and develop Commercial Account Managers • Hire, coach, and develop team members while setting expectations, performance standards, and career paths • Build a collaborative team culture through coaching, feedback, account reviews, and performance management • Establish standards for account planning, customer engagement, CRM hygiene, forecasting, and execution • Own team performance across gross retention, renewals, expansion, net revenue retention, adoption, customer health, and forecast accuracy • Translate company goals into targets, operating rhythms, coverage expectations, and action plans • Provide leadership with forward-looking visibility into risks and opportunities • Coach renewal and expansion strategy and inspect complex or at-risk situations • Build repeatable plays to improve commercial performance • Set standards for success planning, value realization, product adoption, executive engagement, and customer health • Identify systemic risks, coordinate mitigation, and improve early-warning practices • Ensure credible engagement on GRC topics and partnership with Compliance Advisors • Serve as an escalation leader for complex customer situations • Run account, renewal, expansion, forecast, risk, and performance reviews • Use Salesforce, customer-success or revenue platforms, AI, and automation to improve prioritization, reporting, data discipline, and engagement quality • Collaborate with Solutions Architecture, Support, Sales Engineering, Compliance Advisory, Sales, Product, Marketing, Professional Services, RevOps, Finance, and other cross-functional teams • Surface patterns and voice-of-customer insights to inform product, onboarding, enablement, positioning, and post-sales improvements

🎯 Requirements

• 8+ years of experience in Account Management, Customer Success, Strategic Account Management, Consulting, or a related post-sales role within B2B SaaS • 3+ years of experience managing quota-carrying Account Managers, Customer Success Managers, or comparable post-sales professionals • Demonstrated success leading teams responsible for renewals, retention, expansion, adoption, customer health, and recurring-revenue outcomes • Meaningful experience in GRC, security, compliance, identity, or an adjacent regulated technology environment • Experience managing and growing mid-market or Commercial customer relationships involving multiple stakeholders and meaningful business complexity • Strong understanding of the combined commercial and customer-success motion • Experience coaching teams across success planning, value realization, risk management, renewal execution, negotiation, and expansion • Proven ability to hire, coach, develop, and retain high-performing teams • Experience building or improving team-level operating models, including playbooks, coverage models, forecasting, reporting, and cross-functional processes • Strong executive presence and communication skills • Ability to navigate multi-threaded customer organizations • Strong analytical, forecasting, prioritization, and organizational skills • Experience using Salesforce and customer-success or revenue platforms • Ability to operate effectively in a high-growth, changing environment • Curiosity about AI and automation as tools to improve team effectiveness and customer engagement

🏖️ Benefits

• Stock equity • Up to 100% employer-paid medical, dental, and vision premiums for employees and dependents • Comprehensive wellness benefits • Healthcare concierge services • 401(k) plan • Company-paid life and disability insurance • Tax-advantaged spending accounts • Discounted voluntary offerings • Paid parental leave after six months of employment • Kindbody fertility and family-building benefits • Dedicated leave specialists • Annual professional and personal development stipends • Internal learning opportunities • Flexible vacation policy • Paid holidays